SENIOR DIRECTOR, BUSINESS DEVELOPMENT

This position is located in Upper Marlboro, MD. The core working hours are 8:30am to 5:30pm, Monday through Friday. This is a exempt position. Employees are not eligible for overtime pay for any hours worked over 40 hours.

We are seeking a dynamic and experienced Senior Director of Business Development to lead our strategic initiatives and drive growth within the organization. This role is pivotal in identifying new market opportunities, developing relationships with key stakeholders, and enhancing our overall business strategy. The ideal candidate will possess a strong background in business development, project management, and customer relationship management, with a proven ability to negotiate and close deals effectively.

The Senior Director, Business Development will focus on identification, cultivation, solicitation and closing of major new contracts and upselling of current clients to enlarge scope and value of existing agreements; establishing long-term relationships with major contractors, subcontractors and/or other potential collaborating partners; and working in collaboration with other members of the business development, resource development, contract management and marketing teams to meet Melwood's strategic objectives. Must have won at least three federal contracts in the past 24-months and one must be a GSA Schedule award. Must be familiar with NASA SEWP VI and similar type of high volume task order contracts.

Key Responsibilities:

• Win new FEDSLED and commercial business by pursuing opportunities where Melwood's differentiators are valuable to the client. Lead proposal development teams that speak to the client’s needs, concerns, and objectives. Participate in pricing the solution/service discussions. Handle objections by clarifying, emphasizing agreements, and working through differences to a positive conclusion. Use a variety of styles to persuade or negotiate appropriately.
• Prospect for potential new clients and turn this into increased business; obtain competitive business intelligence. Search, monitor, and retrieve federal and corporate business opportunities information from sources like SourceAmerica, Federal Business Opportunities (SAM.gov), MD Works, FedCompass, Bloomberg, etc. Also prospect for commercial opportunities in sources such as Washington Business Journal.
• Using Salesforce, build CRM pipeline of prospective clients containing business and contact information and update status accordingly. Research specified industries to identify business trends that may lead to developing new services, products and /or distribution channels.
• Engage CEO and other executives in customer development efforts, high-level meetings, networking events, etc. as appropriate to strengthen solicitation position; provide ad-hoc “layman’s” business development do’s and don’ts training to key staff members. Develop a rapport with new clients, and set targets for sales and provide support that will continually improve the relationship. Grow and retain existing accounts by presenting new solutions and services to clients.
• Meet potential clients by growing, maintaining, and leveraging your network. Identify potential clients, and the decision makers within the client organization. Set up meetings between client decision-makers and company’s practice leaders. Identify teaming opportunities
• Collaborate with Senior Executive leadership and administrative leadership to establish clear and measurable goals for governmental (federal, state and local) and commercial business development and assist in the achievement of said goals.
• Present new products and services and enhance existing relationships. Work with technical staff and other internal colleagues to meet customer needs. Arrange and participate in internal and external client debriefs. Determine cost/benefit of joining trade associations and chambers of commerce. Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends. Collaborate with the Marketing/Communications Department to ensure that Melwood is maximizing opportunities to highlight corporate capabilities and business expertise.
• Support other initiatives to achieve Melwood's Strategic goals.

Qualifications:

Master’s degree required,  with a minimum of 8 years federal sales, commercial business development and/or contracting experience securing major contracts, including significant experience in prospecting, public speaking, sales planning, solicitation and familiarity with business development practices across government and corporate channels.

• Must have experience in federal sales, business development and/or contracting experience securing major contracts, including significant experience in prospecting, public speaking, sales planning, solicitation and familiarity with business development practices across government and corporate channels.
• Experience in securing and managing large federal, state and commercial contracts with examples of recent "wins."
• Particular preference given to candidates experienced with the FAR.
• Solid understanding of finance system and broad experience with the full range of business functions and systems, including strategic development and planning, pricing, budgeting, business analysis, and information systems.
• Knowledge of federal and state laws and regulations pertaining to disabilities.
• Experience with U.S. AbilityOne Commission and SourceAmerica beneficial.
• Working knowledge with with CRM software/programs such as Salesforce and standard Microsoft Office product line.
• Experience in securing and managing large federal, state and commercial contracts with win rate of 30% or better.
• Must be able to work collegially; must be committed to working in a diverse community and have the ability to communicate effectively with diverse populations in inclusive work environments.
• Experience, familiarity and/or ability to work in a complex organization with many departments, programs and priorities.
• Able to manage confidential information with discretion.
• Strong professional ethics, integrity, and accountability in all actions.
• Detail-oriented with a strong focus on quality and accuracy.
• Full time access to a motor vehicle; valid driver’s license and proof of insurability. Must be able to obtain a Top Secret Clearance.

BENEFITS:

This is a full time position offering a competitive salary and a comprehensive benefits package.